Far too often, prospects demand, “Just show me a demo…!” when we know the correct approach is to invest, mutually, in a discovery conversation. But
Dealing with “Just Show Me a Demo?” Seven Methods to Move into Discovery Read More »
You can find the recording here! “You’ve prepared, you’ve practiced, you’ve poured your heart into your demo… and still, no sale. What gives? Peter
Or How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning!
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode Read More »
I joined the fabulous Dionne Mejer for this 30-minute Rev Shots session: “Join us as we talk with Peter Cohan, author of The Great
Rev Shots #38 – “What is the one topic you’re hearing that is not about AI?” Read More »
How to Make Your Software Look Complicated, Confusing, Overwhelming, and Expensive Or How Setup Mode Is Destroying Your Demos! A Never Stop Learning! Article
Stunningly Awful Demos – The Painful Irrelevance of Setup Mode Read More »
Perform and record your typical demo and count the mouse clicks. How many clicks were there? 10-25? Bravo for you! 50? OK… 100? Oh
How Many Mouse Clicks Are in Your Demos? Beware the Horrors of Click Fatigue! Read More »
Prospect asks, “Can your software do X?” Vendor replies, “Yes, absolutely.” I can’t tell you how many times that brief conversation has occurred without
Doing Discovery – The Importance of “Why” Questions Read More »
I’ve encountered numerous presales folks who say they are deeply passionate about what they do. That’s both terrific and desirable. However, I’ve also heard
Consistency of Passion: A Unique Attribute? Read More »
Compare: a blob of stew plopped onto a plate vs that same preparation ladled carefully into a large, artistic bowl, sprinkled with snipped greens,
Demos and Cooking Shows Part 4: “We Eat with Our Eyes First” Read More »
“Learning never exhausts the mind.” – Leonardo da Vinci This article is for all of us who are experiencing the Dunning-Kruger effect, have experienced it, or will experience it. And if you
Are We Really Getting Better? A Sobering Analysis of Presales Practices! Read More »
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